Sat.May 29, 2021 - Fri.Jun 04, 2021

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Four Principles for Hiring Sales STARS!

Steven Rosen

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386
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Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.

Travel 323
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The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace?

Sales and Marketing Management

Are you considering retooling your technology for a digital sales future? That future has arrived and you're behind the curve. Here are five significant sales trends you can expect to continue throughout the current decade. The post The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace? appeared first on Sales & Marketing Management.

Trends 317
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How Buying Signals Rise from Layers of Data

Zoominfo

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors.

Data 246
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Trade Prospecting Call Myths For Proven Alternatives

The Pipeline

By Tibor Shanto. Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell? Some will point to the SaaS model, still not the majority in Salesland, the complete cycle rep still rules.

More Trending

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The Vital Role of Motivation and Accountability on Your Sales Team

Sales and Marketing Management

Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture. The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management.

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3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails. Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

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Creating a Habit for Sales Success: Time Blocking

Anthony Cole Training

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why?

Sales 157
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CEO Advisory Board Insights to Navigate the Second Half

SBI Growth

SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics: Organizational Clarity Around Customer Experience The.

Groups 194
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Sales Coaching for Development

Sales and Marketing Management

In this episode Mike Carroll reveals how to use specific sales coaching strategies and tools for individual sales Rep development. Mike speaks about core competences and how he goes about helping organizations address those competences through proven sales coaching strategies. The post Sales Coaching for Development appeared first on Sales & Marketing Management.

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Selling in 2021: Why You Need to Invest in a Core Competency Program

Zoominfo

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? And what if, because of this personalized development, they started to close more deals, knew what they needed to improve on for next time, and received the resources necessary to do so?

Scale 130
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Why I believe we should blow up the BDR role in sales

Membrain

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Marketing 158
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4 Steps to Overcoming Sales Objections

RAIN Group

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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10 Email Marketing Tips to Boost Sales

Sales and Marketing Management

Email marketing isn’t complicated anymore. With a few simple and effective methods, you can significantly increase your sales and revenue in no time. The post 10 Email Marketing Tips to Boost Sales appeared first on Sales & Marketing Management.

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How Buying Signals Rise from Layers of Data

Zoominfo

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors.

Data 130
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Top 4 Ways to Improve Employee Development

Allego

In physics, escape velocity refers to the minimum speed needed for a free, non-propelled object to escape the gravitational influence of a massive body. Escape velocity depends on how far the object has already traveled, considering that, without new acceleration, it will slow down as it travels. For Jesse Jackson , head of learning and talent solutions for JPMorgan Chase, escape velocity refers to a different kind of momentum: helping employees become the best versions of themselves.

Lead Rank 126
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Best Sales Podcasts of 2021

Vendor Neutral

The 20 Best Sales Podcasts for 2021. Insight, Advice, and Guidance into Sales, Leadership, and Life. Through unprecedented times, people invariably find new ways to learn and to develop themselves both personally and professionally. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021.

B2B 130
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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3 Step Process Increases Sales Team Performance

Sales and Marketing Management

This three-step process is a very simple strategy to deploy to build higher performing sales teams. The post 3 Step Process Increases Sales Team Performance appeared first on Sales & Marketing Management.

Sales 156
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Selling in 2021: Why You Need to Invest in a Core Competency Program

Zoominfo

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? And what if, because of this personalized development, they started to close more deals, knew what they needed to improve on for next time, and received the resources necessary to do so?

Scale 130
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5 account management mistakes you may be making - and how to avoid them

Membrain

Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.

Account 124
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Personality Traits of Top Sales Performers

The Center for Sales Strategy

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How Microcoaching Can Take Your Sales Team to the Next Level

Sales and Marketing Management

Sales managers can take heart in a Sales Management Association study that shows effective sales coaching leads to an increase of up to 23% in rep performance. One would assume with an impact like that, sales managers would commit a significant amount of time to coaching. However, the same study reveals that 76% of sales managers spend too little time coaching.

Study 149
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Podcast 200: Mark Roberge On Looking Ahead and Adapting to The Future of Sales

John Barrows

Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and strategy does not fit all companies. They emphasize how agility, disruption and innovation have moved to the forefront of careers and business. Mark delivers wise advice to up and coming sales professionals.

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How to Stand Out When Prospecting Online

Sandler Training

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

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3 Ways a Target Drive is Different From a Sales Contest

The Center for Sales Strategy

“We need to increase revenue” is something I hear frequently from Sales Leaders. It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing. So how are they different?

Revenue 112
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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We Need To Put the ‘Customer’ Back in CRM

Sales and Marketing Management

Customer relationship management (CRM) software is critical to how companies market to, sell to and service their customers, but it’s inherently an internal tool focused primarily on process adherence and control. Although “customer” is in the name, it’s often not in CRM software’s DNA. The post We Need To Put the ‘Customer’ Back in CRM appeared first on Sales & Marketing Management.

CRM 136
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Nimble Partnered with Reliance Network to Revolutionize Real Estate Sales Engagement

Nimble - Sales

We are excited to announce that Nimble has partnered with Reliance Network to help realtors cultivate and grow their networks and close more deals! Reliance Network empowers many of the world’s most prestigious luxury real estate brands with designer websites, marketing automation, and CRM. Reliance provides their clients with the tools to build a beautiful […].

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The Value Of Email Marketing In 2021

Apptivo

Given the transformation in digital technology, businesses across the globe rely more on search engines to capture leads for their websites. A separate marketing team is put into place by businesses to manage and analyze the traffic. This marketing team analyzes the visibility of their website in search engines and takes appropriate measures to improve brand awareness.